Hungry for joint ventures, Soviets enjoy working with small companies, Minnesota businessman says

So starved are the Soviets for joint venture opportunities that
when James Johnson of Minnesota's Amador Corp. visits his partners
in Moscow, their meetings are frequently interrupted by deal-making
government officials.

Typically, while Johnson and about a dozen of his Moscow counterparts
are gathered to work on their business, the meeting will stop and
completely unannounceda Soviet official will walk in with
a proposal for a new joint venture.

Some may call that perestroika, but Johnson calls it entrepreneurism.

"Entrepreneurism is a genetic thing and not a cultural thing,"
Johnson says, explaining the Soviets' desire for enterprise despite
over 70 years of state-controlled economics. He called the Soviets
"aggressive" and described them as "risk-takers."

The same words might be used to describe Johnson, the chief executive
officer of the six-year-old Amador Corp. The $3 million company,
which is based in Taylors Falls, is a spin-off from Control Data
that tests computers and other electrical equipment to ensure that
they don't produce illegal electromagnetic interference. Federal
standards limit the amount of interference that can be emitted,
for example, from computers, which contain oscillators that produce
electromagnetic signals similar to radio waves.

Two years ago, at an international trade meeting in Brazil, Johnson
was introduced to Soviet officials with similar business interests.
Johnson's last words to the Soviets were, "Let's do a joint venture."

That was in August 1988; by January of the following year an Amador
employee was in Moscow. Johnson followed two months later and after
about a year of negotiations (including six total trips by Amador
to Moscow and one trip by the Soviets to Minnesota), Amador and
the Soviets had agreed on a joint venture. (Amador's Soviet partners
eventually made three additional trips.)

"It was an extremely time-consuming and rather expensive process,"
Johnson says, but he quickly adds that it wasn't as difficult or
expensive as "conventional wisdom" may assume. Amador was able to
hold the line on expenses by using local attorneys, rather than
its $320/hour attorneys in Washington, D.C. The growing presence
of Minnesota attorneys who are knowledgeable in the matters of international
tradeand who are largely more affordable than their eastern
peersis the single biggest reason Amador could afford the
Soviet venture, Johnson says.

Also, the company traveled as cheaply as possible, which meant
flying economy class and working deals with the Soviets. In Amador's
case, company officials visiting in Moscow had their hotel fees
paid by their Soviet partnersin rublesand Amador returned
the favor when the Soviets visited. In Moscow, a hotel room that
costs about 50 rubles a night would require nearly $200a rate
that is out of synch with the ruble's international worth.

Johnson offers his stories of Moscow deal-making as insight for
small Upper Midwest companies with a desire to establish partnerships
with the Soviets. And he does not hesitate to encourage businesses
to make such a move: "I think we're making a real mistake by not
literally getting on a plane and going on over there."

He makes that claim not only on the basis of the Soviets' eagerness
for joint ventures, but also because the Soviets have a vast amount
of untapped technological research. "The United States, and Minnesota
in particular, has an almost singular opportunity right now to get
on over there and exploitand I use that in the full sense
of the termthat technology that is literally just sitting
there. I'm not just talking about pure physics, here. I'm talking
about the area of applied research," Johnson says.

Not only is technology "just sitting there," but so is consumer
demand. Johnson recalls that a Soviet visitor once told him that
there is such pent-up demand for consumer goods that manufacturers
are being warned to "produce consumer goods, consumer goods, consumer
goods. You know, before they have a revolution on their hands."

And the market is wide open, according to Johnson. The Soviets' propensity
for consumer goods is resulting in some peculiar joint ventures: the Soviet
Institute for Computers and Infomatics recently started a joint venture
with an American building materials firm; the Ministry of Aviation signed
a deal with a company to make fishing lures; and Johnson says that a recent
Soviet visitor from another computer-related institute, with 150,000 square
meters of plant and 13,000 employees, is looking for joint venture opportunities
of any kind.

The size of those Soviet institutes should not be daunting to
small- and mid-size businesses, however, according to Johnson. To
the contrary, he suggests that small companieswhich are perceived
as quicker to make and implement decisionsare generally favored
by the Soviets for joint ventures.

"The Soviets most assuredly and certainly like to work with smaller
companies. They always seem in a hurry, even though things move
very slowly over there, and they want decisions made very, very
rapidly," Johnson says.

In Amador's case, its Soviet joint venture will bear the name
Samtes, and will be owned on a 50-50 basis. Eventually Samtes will
have a capitalization of about $1.6 million, half of which will
come from Amador, primarily in the form of equipment and technological
know-how. Samtes will be located outside the city of Obninsk, about
80 miles southeast of Moscow, and should begin operation this fall.

Johnson says he doesn't bring any particular expertise to the
world of international business, other than a desire to investigate
all possible markets for his company. He worked for three years
at Bemis, preceded by 16 years at 3M, prior to buying Amador in
1984. Much of Amador's business is with foreign customers, and some
of his staff is bilingual.

Johnson recommends that companies "do their homework" before negotiating
with a particular country or foreign company, and that they hire
good lawyers and interpreters in order to feel comfortable about
transacting business.

And Johnson believes companies better become comfortable with
foreign markets, because if they don't they will be left behind
as the Germans, Finns, Japanese, French and others gain a permanent
foothold in the developing market economies of Eastern Europe and
Russia.

"Every business, even a tiny business like ours, is a global business.
And you cannot survive, yet alone grow, if you're just going to
think of yourself as a Minnesota-based company."